The Three Truths of Selling - Howard Olsen - Sales Training

Discover The Three Universal Truths to Selling anything Anywhere to Anyone and The 5 Decsions every human will make before you can sell convince or persuade them of anything. It's right here.

Visit my site:
http://www.high-output.com

The Three Universal Truths Of Selling:

Truth 1: 75% of Your Success Is Based On Trust and Relevance The number 1 complaint of executives regarding the sales people who call on them is that they dont understand their businesses; they are irrelevant to them. Three quarters of your success or failure in selling is directly correlated to the manner in which you establish trust, and relevance in the initial stages of a presentation. SEVENTY FIVE PERCENT of the end result takes place in the beginning when you the salesperson are listening, connecting with and understanding your customer; not talking. You cant close a sale before its properly opened!
Truth 2: Every Buyer Will Make 5 Critical Decisions In A Predictable Order: Every human being on the planet will make five critical decisions in a precise (not random) psychological order before you can sell, convince or persuade them of anything:
About You, The Salesperson - Are you likeable?- Are you credible?
-Are you willing to listen and understand?

- Are you relevant to the buyers situation?

- Do you demonstrate integrity?

About Your Company- Whats your reputation?- What do your customers say about you?
- What are your core values?

- Whats your history?

- Will the company stand behind you and your commitments?

About Your Product, Service, or Solution- Does it fix the customers problem?- Does it make the customers life easier?
- Does it help your customer achieve their goals and objectives?

About Your Price- Its never about how much in absolute terms.- Does it represent good value?
About The Time to Buy or Decide- Can you implement within the customers time frame?- Is the timing and circumstance right for a decision to be made?
Truth 3: Sixty Two Percent Never Ask For A Commitment: 62% of the time even trained professionals fail to ask for the business or seek a next step commitment even once, while most buyers typically pose 2 objections or stall tactics. Why:- They dont set the right meeting objectives and seek the wrong commitment.- They miss buying decisions and get unnecessary objections.
- They lack a consistent procedure for the right way to close.

- They perceive closing as pressured and manipulative and therefore avoid it.

- They fear rejection and its consequences

Because the HiGH OUTPUT SYSTEM is based on the natural way points that all buyers move through , it is both intuitive to learn and adaptable to any sales situation. In fact, we specialize in tailoring our sales system to your culture and terminology; helping you to rapidly implement the system throughout your organization.

Call us direct at 604-731-0901 or visit us online at:
http://www.high-output.com/sales-training/high-output-system/

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Education

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• sales videos
• Howard
• Olsen

[krishxplor]

good stuff sir 

[fwarasta]

Thanks sir, I'll empliment your tips, yeeeeh,F

[archiemartha]

great stuff, very well put, some good stats in there, that seem to fit with my gut feeling, especially on the order of what you sell. well done and thank you for this video.